Sales Negotiation: Make all concessions conditional
Posted by Adam Thorp
This advice is handed down on almost all negotiation skills programmes and it remains at the very heart of effective trading or bargaining. In the heat of negotiations all too many people forget the key phrases “I might be able to move on X if you can help me with Y” and “If you could give me Y I might be able to move closer to you on X" and all the many variations on this theme. This linking of tradable issues is essential if the trap of simply making concessions to win the business is to be avoided.
Link their concessions to the things which are most important to them
It is surprising how often people negotiate on an 'issue by issue' basis, with the result that their agreements come from a series of concessions, by both parties, towards the mid point between their respective opening positions. This form of horse-trading does little to achieve success on the crucial issues, so make sure any concessions you make are linked to getting the things that are really important to you.
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